IDC

• Lead the development and execution of integrated, multi-channel demand generation strategies aligned to revenue goals, driving cohesive messaging and measurable pipeline growth across digital, content, paid, and regional programs • Own the full campaign lifecycle—from planning through optimization—across email, paid media, content, events, and webinars • Partner with marketing automation and database teams to build high-performing nurture programs that convert engagement into high-quality MQLs and tangible pipeline contribution • Design and optimize the end-to-end customer journey, aligning messaging and research-driven content to each stage of the funnel to efficiently move prospects from awareness to conversion while driving both quality and volume of MQL creation • Act as a true revenue partner to sales and SDR teams, ensuring alignment on targeting, follow-up processes, and pipeline goals, with shared accountability for lead quality, conversion, and revenue outcomes • Drive results through rigorous performance monitoring and in-flight optimization, using data and funnel insights to refine targeting, messaging, and spend allocation while delivering clear, executive-ready reporting on pipeline impact and ROI • Energize and team members while fostering a culture of accountability and performance. Collaborate cross-functionally with product marketing, field marketing, analysts, sales, content, regional teams, and operations to ensure strategic alignment and maximum market impact

• Reimagine and own IDC’s podcast — guest research, episode planning, recording coordination, editing workflow, show notes, transcript review, social clips, and distribution • Produce short-form video content including scripting, coordinating shoots or recordings, and working with our video team to edit and deliver assets for social and web channels • Partner with campaign and social team members on creative content that extends the reach and life of every asset and episode the team produces • Collaborate on how to maximize occasional programs like customer events, rapid response initiatives, and seasonal research through integrated content and agile execution • Build and run IDC’s customer story program: source subjects, conduct prep interviews, coordinate production, and write and publish case studies featuring technology vendors, CIOs, and CMOs • Develop a repeatable workflow for customer story production that can scale with volume • Direct IDC’s content production agent stack — configure, prompt, and quality-check AI tools that handle show notes, research briefs, transcript cleanup, and content repurposing • Partner with the Content Strategist on campaign and nurture content to ensure all produced assets are properly extended across channels

• Lead and manage the Software Channels Research program, deliver a compelling and forward-looking research agenda • Manage program health, research agenda, client engagement, inquiries, client renewals, and prospecting • Deliver two Leadership Councils per year • Develop and deliver custom research specific to clients and in support of wider IDC initiatives • Participate in and lean into wider IDC leadership initiatives • Be a team player within the channels team, but also the wider research domain team and IDC team

• Lead the development and execution of integrated, multi-channel demand generation strategies aligned to revenue goals, driving cohesive messaging and measurable pipeline growth across digital, content, paid, and regional programs. • Own the full campaign lifecycle—from planning through optimization—across email, paid media, content, events, and account-based initiatives. • Design and optimize the end-to-end customer journey, aligning messaging and research-driven content to each stage of the funnel to efficiently move prospects from awareness to conversion while driving both quality and volume of MQL creation. • Act as a true revenue partner to sales and SDR teams, ensuring alignment on targeting, follow-up processes, and pipeline goals, with shared accountability for lead quality, conversion, and revenue outcomes. • Drive results through rigorous performance monitoring and in-flight optimization, using data and funnel insights to refine targeting, messaging, and spend allocation while delivering clear, executive-ready reporting on pipeline impact and ROI. • Energize and mentor team members while fostering a culture of accountability and performance. Collaborate cross-functionally with product marketing, field and ABM marketing, analysts, sales, content, regional teams, and operations to ensure strategic alignment and maximum market impact.

• Identify and pursue new business opportunities with assigned accounts in Europe/META regions • Develop and manage a pipeline to maintain and expand the current revenue base and drive growth • Understand client needs and challenges and align them with appropriate research solutions from IDC • Build and maintain strong relationships with key stakeholders and decision-makers • Meet or exceed sales targets, KPIs, and performance metrics • Maintain detailed records of sales activities and accurate forecasting in CRM systems (e.g., Salesforce)

• Lead a cross-functional pod of 4-8 engineers, setting technical direction while staying hands-on • Design and build a stateless API gateway that enables external AI assistants to query IDC's intelligence platform • Architect multi-platform channel adapters for email, Slack, and Teams delivery • Build shared infrastructure: authentication, identity linking, rate limiting, thread mapping, and audit logging • Define interfaces and contracts with adjacent teams (AI Orchestration, Search & Data Services) • Write production code. This role is coding more than 50% of the time

• Own the product vision, long-term strategy, and roadmap for a foundational capability within IDC’s next-gen discovery platform. • Define the data models, technical architecture, and platform interfaces that power intelligent, context-aware product experiences. • Partner with engineering to design and deliver scalable APIs, system components, and observability layers that enable extensibility and reuse. • Collaborate with AI/ML teams to integrate capabilities such as semantic search, LLM-powered assistants, personalization, and classification systems. • Write PRFAQs and technical narratives that align senior leadership, drive clarity across functions, and accelerate high-judgment decisions. • Engage directly with CIOs, analysts, and vendor partners to validate pain points and iterate toward product-market fit. • Define success metrics, build telemetry strategies, and use experimentation to drive continuous learning and iteration. • Serve as the single-threaded owner for your domain, mentoring others and raising the quality bar across the organization.

• Analyze market trends, competitive dynamics and customer data to inform strategic decisions • Gather insights from sales, customer and internal stakeholders to guide GTM strategies • Own key workstreams for annual planning and in-year re-forecasting: capacity inputs, coverage strategy, investment tradeoffs, and execution plans • Design and iterate on territory models and account assignment approaches across new business and expansion motions (e.g., geo/industry/segment, named accounts, overlays) • Develop quota methodologies and allocation frameworks that are data-driven, transparent, and aligned to growth goals and capacity assumptions • Own strategic initiatives focused on pipeline growth, lead optimization, market segmentation, product rollout or other focus areas critical to revenue growth • Help identify and prioritize high propensity verticals, geographies and use cases to drive focus within our Sales and Marketing organizations • Build and maintain KPI trees and OKR frameworks for priority initiatives for Revenue Operations to implement and maintain • Develop scalable reporting and dashboards for GTM performance (pipeline health, conversion, productivity, whitespace, attach/penetration, cohort trends) and surface actionable opportunities and risks • Understand sales productivity and coverage, anticipate gaps and assist in developing solutions to drive improvements • Create strategies around process optimization, cross functional coordination to drive consistency and alignment across all teams at IDC • Run pilots and experiments on messaging, pricing, segments and design incentives to motivate sellers

• Design and manage comprehensive market research programs covering U.S. and global telecommunications services, connectivity products, and emerging technology trends. • Develop and maintain quantitative demand-side models and revenue forecasts across wireline, wavelength, dark fiber, SD-WAN, and cloud-connected network services. • Analyze Service Provider transformation dynamics, business model evolution, segment economics, and competitive positioning. • Produce timely market sizing, share analysis, and five-year forecasts across relevant technology and service categories. • Author high-quality IDC research documents—Market Perspectives, Market Forecasts, Vendor Profiles, and IDC Futurescape reports. • Present findings at IDC conferences, Directions events, and major industry forums; serve as an IDC media spokesperson on telecom topics. • Develop annual predictions and multi-year outlook documents that shape IDC clients' strategic planning. • Conduct executive-level advisory sessions, vendor briefings, and custom consulting engagements for Service Providers, enterprises, and technology vendors. • Collaborate with IDC sales teams to identify and convert custom research and consulting opportunities. • Build and maintain strong relationships with C-suite stakeholders at major carriers, hyperscalers, and network equipment vendors. • Work closely with IDC's global research community—including regional analysts and technology coverage groups—to produce integrated, cross-geography insights. • Identify emerging research opportunities and help define the multi-year research roadmap for Telecom practice. • Mentor junior analysts and contribute to the professional development of the broader team.

• This position will be responsible for developing and driving several million dollars annually of consulting and go to market content revenues. • As a member of a collaborative team, the Sales Executive will be responsible for developing an in-depth knowledge of IDC Consulting capabilities, including custom market research and content marketing services, as well as building strong relationships with multiple individuals (account managers, consulting project management professionals, research analysts) across IDC. • The individual will prospect for new and incremental opportunities, work with consulting project management professionals in proposal generation, and be responsible for closing business and follow up on customer relations. • This position requires tremendous collaboration and communication with various IDC account and consulting teams.